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Product Growth Mapping: Driving the Channel Strategy

In an age where new products are hitting the marketplace at an unprecedented rate, companies are tasked with the challenge of developing strategies on how to best invest in the channel and get the right partners selling the right products at the right time. Having a robust understanding of where each of your products is in the growth cycle takes the guess work out of where you should invest with ...
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5 Tested Secrets To Amazing Channel Planning Results

At the core of an effective channel management strategy lies a comprehensive channel plan that influences customer and partner behavior and drives desired business outcomes. Simply put, channel planning aims to put the right quantities of the right products in the right places at the right times to satisfy customer demands in an efficient, cost-effective manner. While the concept seems elementary ...
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The Channel Health Index Checklist: Accelerate Your Channel Management

How confident are you with whether your channel management efforts are having the right impact on your required business outcomes? Are your incentives driving behavior or acting more as an entitlement? Do your partner managers each drive the right level of readiness and pipeline with your partners? Are your programs both competitive and deeply entrenching you as a preferred vendor with your ...
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Share Of Partner Voice Provides Channel Insight

We get a lot of questions about our Partner InSite technology, so I thought I would take a moment to explain some of the core concepts behind the technology and the design goals we have, both in the short term and over the long haul.
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5 Critical Things To Get Right During A Cloud Transition

While the growth of cloud computing (See Cloud computing: You may ask yourself - well, how did I get here?) offers considerable opportunities, it’s also rife with uncertainty. For many technology providers, setting the right cloud strategy is anything but straightforward.
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How To Use Partner Scoring To Fuel Better Channel Management

Every channel leader faces the same core question: How do I use my limited resources, programs and people to generate the biggest possible influence on my partners and best meet my business objectives?
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Channel Management Is More Than Just A Good Algorithm

The Next Wave of channel management We've spent quite a bit of time here talking about how using data is essential to taking your channel business to the next level.
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7 Easy Steps For Better Cloud Partners

Whether it’s for cloud products that already exist or planning for a future cloud strategy, you need a partner ecosystem to help drive your business. A cloud go-to-market strategy is vastly different than an on-premises strategy though, so building the ecosystem will require a different approach than you may have used in the past.
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What A PERC Score Is And Why It Matters

Where is my investment of time, resources and money working? Where is it not? Are there places in my channel where revenue could be better? If you find yourself asking one or more of these questions, you may need help with your channel management. But you certainly aren’t alone. Understanding the intricacies of your specific channel can be tricky, which is why it’s best for channel managers to ...
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Get The Most Out Of Partners By Measuring Their True Value

If you’re only looking at the top revenue producing partners, you’re missing the value of your ecosystem. Sure, the partners that drive large portions of your business are important, but they’re not the only ones.  You may be missing the rising stars and creating an overly concentrated top. You could find yourself in a bind when one of them shifts to the competition. The goal should be to create ...
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